DemandWorks
B2B Demand Generation & Pipeline Strategy
Marketing is only real when it turns into revenue.
Demand generation is where marketing either becomes revenue or becomes noise. DemandWorks covers full-funnel strategy, lead-to-revenue frameworks, and pipeline acceleration for teams accountable to a number.
The through-line: marketing is only real when it turns into pipeline you can defend in a board meeting.
B2B Marketing Beyond LinkedIn: The Channels That Actually Move Pipeline
I've been telling B2B marketers to diversify away from LinkedIn for 18 months, not because it doesn't work, but because 'just be on LinkedIn' has become the marketing equivalent of 'just eat less and exercise more.' Here's what the teams actually moving pipeline are doing differently.
Adam Woozeer's 2027 Demand Gen Guide: The Playbook That Calls Out Your Broken Scoreboard
Sixty-seven percent of B2B marketing teams still run last-touch attribution, that's like judging a basketball game by who took the final shot. Adam Woozeer's new guide is a systems document disguised as a playbook, and it arrives exactly when the old playbook is falling apart.
The Science of B2B: What 6sense's Research Actually Tells Us About Modern Buying
95% of winning vendors were already on the buyer's shortlist before anyone picked up the phone. 6sense's longitudinal study of 4,000 B2B buyers is dismantling marketing's most cherished assumptions about how deals actually get won.
Signal Orchestration: The Difference Between Chasing Leads and Catching Buyers
Your sales team keeps calling marketing's leads garbage, but the real problem isn't lead quality, it's signal orchestration. While you're routing random pricing page visitors to sales, buying committees that spent months researching your category get zero attention.
The Death of the MQL Dashboard (And Why Your CFO Is Secretly Relieved)
Here's a confession that might get me kicked out of the CMO club: I spent years celebrating lead counts that meant absolutely nothing. The industry's dirty secret is finally out, and the shift from MQL vanity metrics to actual pipeline quality isn't just a trend—it's survival.
B2B Sales Funnel Conversion Rates: Benchmarks & Fixes
Your MQL-to-SQL conversion rate is 15%. Is that a crisis or a Tuesday? Most B2B marketing teams are benchmarking against numbers that don't apply to their business, comparing enterprise SaaS motions to SMB playbooks and wondering why the math doesn't work.
Why Bottom-of-Funnel Content Is Winning in AI Search (And Why Your TOFU Strategy Needs a Reality Check)
If you're still pouring resources into top-of-funnel content hoping ChatGPT will send you traffic, you might as well be printing brochures for a fax machine convention. The data is undeniable: 71% of new leads are now coming through AI search, and they convert at 4.4 times the rate of regular search visitors.
LinkedIn Document Ads Specs: The CFO-Safe Guide to Getting Your PDFs in Front of Buyers
Stop sending traffic to landing pages for every whitepaper download—you’re paying for friction you don’t need. LinkedIn Document Ads let prospects scroll through your content directly in their feed, but most teams upload 47-page ebooks and wonder why engagement craters.
Finding the Best B2B Digital Marketing Consultant: A CMO’s No-BS Guide for 2026
Hiring a B2B digital marketing consultant in 2026 is like dating in your forties—you know the red flags and you’re done wasting time on smooth talkers who can’t deliver. Here’s your no-BS guide to finding someone who actually moves the needle, not just their lips.